Iannarino
JULY 2, 2023
It wasn’t the salesperson’s fault. He was young and unprepared , wearing a ball cap with his tech company’s logo and a pullover, also sporting the company’s logo. Like all true believers , he was certain that his company’s solution was better than any of their competitors, describing it as the “secret sauce,” and referring to their super-smart engineers.
Sales Pop!
JULY 7, 2023
Resilience enables you to come back stronger after hard times. It’s a characteristic that benefits both individuals and businesses, and many of the same principles can be applied to yourself personally as the business owner and your company. From the tangible preparation of choosing a business insurance provider to the intangible development of a positive mindset despite adversity, these tips will help you build a company that will last. #1 – Prepare for Hardships With Insurance There are intang
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Partners in Excellence
JULY 6, 2023
Yes, I know the majority of you, justifiably, will think this title is an oxymoron. Something like jumbo shrimp, virtual reality, exact estimate, definite maybe, short meetings, job security, detailed summary, Microsoft Works (oops). This impression is reinforced by the imitative behaviors we constantly see in selling, focused on doing more of what we know doesn’t work, but doing it because that’s what everyone does.
Membrain
JULY 2, 2023
In the fast-paced world of sales, where every interaction counts, how can businesses ensure they drive successful outcomes? Recently, Paul Fuller sat down with Frank Niekamp , Strategic Growth Advisor at SalesStar , to delve into the secrets behind effective sales strategies.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Iannarino
JULY 5, 2023
I’ve undergone two brain surgeries. The first was to glue a large mass of arteries and veins shut and the second was to remove the damaged blood vessels and a bruised part of my brain to prevent seizures. After the surgery, I attended college at night while working full time, investing time and effort into what I could do with what remained of my brain.
Sales Pop!
JULY 5, 2023
Car buying has often been compared to running a maze, filled with confusing jargon, complex financial equations, and an overwhelming range of choices. However, the thrill of owning a new set of wheels is a reward worth navigating this labyrinth. This blog will provide you with a roadmap through the car-buying maze, ensuring a stress-free experience.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
JULY 7, 2023
When you are in an airplane, you may or may not pay much attention to what is going on in the cockpit. You may happen to glance at the massive control panel with all the switches, gauges, nobs and buttons, but it’s just a glance… before you hustle on to your seat to get settled in for the flight. But the pilot does, thankfully.
Iannarino
JULY 6, 2023
If you believe that selling is difficult, try buying. To get a better sense of the buyer’s burden, draw on empathy, a critical soft skill in sales. There is a concept used in geopolitics called strategic empathy, which is the antidote to strategic narcissism. The historian Zachary Shore’s concept of strategic empathy is “the skill of understanding what drives and constrains one’s adversary.
Sales Pop!
JULY 3, 2023
Hunting the top talent for your sales team requires putting in some elbow grease to scout, choose, and onboard a perfect match. This requires offering more than just the salary and, instead, finding a bigger purpose for hiring. A typical hiring process would involve a job description, must-have experience, and also knowledge of various sales techniques.
Martech
JULY 6, 2023
Before we get to this week’s round-up of AI-powered martech , I thought I’d share the results of a consumer survey by infosec company Malwarebytes. While you and I and everyone I know professionally are all about AI only 35% of those surveyed respondents agreed with the statement “I am familiar with ChatGPT,” and 50% disagreed. Of those who said they were familiar with ChatGPT: 12% agree the information produced by ChatGPT is accurate 81% are concerned about possible security and safety risks 63
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
SaaStr
JULY 3, 2023
Dear SaaStr: When Should You Hire Your First Demand Generation Marketer in SaaS? My overly specific rough rule is about $20k in MRR. A deep dive on that and why here: I Hired My VP of Marketing at $20k MRR. It Wasn’t a Week Too Early. | SaaStr I.e., usually much, much earlier than you might think. Why? Assuming you are growing reasonably quick, a head of demand gen at even $20k in MRR can be accretive over the next 12 months.
Iannarino
JULY 4, 2023
I will continue to write every post by hand, as I have done since December 28, 2009. Others will use newer technologies to create written content. There are several reasons to write by hand, and the most significant to me is that writing requires you to think, so I appreciate the slower pace of handwriting as opposed to typing.
Heinz Marketing
JULY 6, 2023
Recorded by Tom Swanson , Engagement Manager at Heinz Marketing What are the best ways to map a process? How can you avoid the pitfalls of crappy processes? Tom Swanson breaks down how we approach process mapping, shares a few templates, and gives a process for mapping processes. The post Business Cartography: Process Mapping for Marketing appeared first on Heinz Marketing.
Martech
JULY 5, 2023
Marketers aren’t having the easiest time migrating from Universal Analytics to Google Analytics 4. Some are so frustrated with the new tool, that they’ve even been holding funerals for UA in the hope that Google might get the message and make a sudden U-turn. In conjunction with Search Engine Land, we recently ran a poll to find out how the industry is coping and to give marketers an opportunity to get their voices heard — and the feedback was interesting to say the least.
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SaaStr
JULY 7, 2023
Dear SaaStr: What Were the Biggest Mistakes You Made as a Founder-CEO? I’ve made so many, it’s hard to boil it down to two. But let’s focus on the earliest days, in Year 1. The biggest two mistakes I made as a founder-CEO in Year 1, I not only made once. I made them again twice, maybe thrice. They were: One, starting with too incomplete a management team.
Iannarino
JULY 7, 2023
Occasionally, it is helpful to remember what we owe each other. The sales force has an obligation to their company, and the company has an obligation to its sales force. Both salespeople and their companies owe their clients a number of things. When any of these obligations are not kept, we end up with all kinds of problems. An awareness of what we owe each other can help us prevent issues and address areas where in need of improvement.
Search Engine Land
JULY 1, 2023
Well, it’s finally happening – the dreaded Universal Analytics sunset has started. Here in the United States, UA is still processing data, but we were greeted by an ominous message when we logged into our account this morning: “This property is scheduled to stop processing data very soon. Once this goes into effect, you’ll need a Google Analytics 4 property to measure website performance.” This warning started appearing on UA at around 7am EST, once again reminding market
Martech
JULY 5, 2023
Facebook and other tech giants will be hard-pressed to monetize their first-party data in the European Union, following a ruling yesterday by the EU’s top court that shot down Facebook’s “legitimate interest” argument for personalized ads. What it means. The ruling is a shot across the bow for many big tech businesses, says Tim Parkin, president of Parkin Consulting.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
SaaStr
JULY 7, 2023
So over the past few weeks I’ve had discussions with 3 good revenue leaders and execs and 2 marketing execs that either left their roles or were let go. None of these folks am I super close to, but all of them I’ve known just enough over time to know they are at least good. Great? I don’t know them well enough. But I do know they are good. Good enough to do well, make good money, and add real value in SaaS.
Iannarino
JULY 1, 2023
Every day, salespeople lose deals. Sometimes, it’s because of an unforced error, and other times it’s because the competitor created more value for the client. Sales leaders and sales managers also play a role in losses. Too many companies train their salespeople to focus on two points in the sales conversation: 1) The sales organization is safe, and 2) the solution is best in class and better than anything else on the market.
Search Engine Land
JULY 5, 2023
Google Analytics 4 hasn’t exactly got off to the best start with marketers. In fact, it’s getting pretty awkward – some advertisers are so disappointed with the new program that they’ve even been hosting funerals for its predecessor, Universal Analytics. But what is it about GA4 that’s got the world of digital marketing so riled up?
Martech
JULY 3, 2023
Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” Brands were working on transformative GTM efforts pre-pandemic. But then many of them, including startups, simply redlined through the crisis at maximum speed. From my analysis, the significant new GTM investments we saw led to severely diminishing returns.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
SaaStr
JULY 6, 2023
Dear SaaStr: How Should You Set Up Territories For Your First Few Sales Reps? When in doubt — just start with round-robin, at least for in-bound leads. I.e., just route each new lead in order to the next rep. The reason is less philosophical than practical. Some day, in the end, you are probably going to end up with territories, along with other types of segmentation (by vertical, by customer size — which you should do as early as practical, etc.).
G2
JULY 3, 2023
Discover the future of retail as retail experts share the biggest retail technology trends that all retailers should look out for in 2023.
Search Engine Land
JULY 1, 2023
Marketers haven’t had the easiest time migrating from Universal Analytics to Google Analytics 4. Some advertisers are so frustrated with the new tool, that they’ve even been holding funerals for UA in the hope that Google might get the message and make a sudden U-turn. Search Engine Land recently ran a poll to find out how the industry is coping and to give marketers an opportunity to get their voices heard – and the feedback was interesting to say the least.
Martech
JULY 6, 2023
Amazon will run its yearly summer Prime Day promotions July 11 and 12. Amazon Prime members will have access to deals, while Amazon’s competitors will court bargain-hunters online and in-store. As a result, it’s a great snapshot of ecommerce trends. Why we care. As this year’s Prime Day proves, digital retail is never exclusively online. Top retailers are using a combination of digital and in-store deals to cover the multichannel ways shoppers look for deals.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
SaaStr
JULY 6, 2023
Board meetings –– why do they sometimes feel like such a chore? Or worse, why do board meetings sometimes go so poorly? The answer is simple. Your board of directors is a group of people, and when in groups, predictable behavior patterns can cause negative outcomes. However, with a basic understanding of social psychology, it’s easier to manage the group and get more productive results from board meetings.
Salesforce
JULY 5, 2023
Today, more users are comfortable with companies using relevant personal information transparently and beneficially. In the 2022 Salesforce State of the Connected Customer study , 61% of survey respondents reported a level of comfort with these personalized user experience practices. That’s up from 52% the year prior. However, there’s no universal definition of what’s transparent and beneficial.
Search Engine Land
JULY 7, 2023
Marketers are not happy with the Google Analytics 4 user interface (UI). In fact, social media has been inundated with complaints about the Universal Analytics replacement – but it’s concerns over the UI that have been dominating the conversation. So, is the GA4 UI really as bad as some are claiming? We spoke to three digital marketing experts to find out… ‘Usability is poor – but hang in there!
Martech
JULY 6, 2023
Does it sometimes feel like you and your team are running in circles with your marketing? You’re doing great work but not seeing the results you expected? It’s almost always the result of one fundamental piece that’s missing. Last year, I found myself stuck in the middle of a corn maze. I was lost, confused and disoriented. It was nearly impossible to find my way out and it took countless wrong turns and endless frustration.
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